Kenny Chapman: The Blue Collar Coach

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I am amazed by how many of my fellow contractors are in a constant state of complaining about their technicians: “I can’t get them to do this. They won’t do that. Why don’t they understand?

We find that many managers fail miserably when it comes to properly educating their teams on the reason, or the why, behind selling processes and strategies.

With all the time I spend on the road coaching and training technicians, I'm always impressed by the quality of people with whom I work.

Recently I found myself in Virginia immersed in a week of training for an incredible service company. This company has an unbelievable culture and still has some great opportunity for improvement. (Don’t we all?)

Spending time away from work can give you a new perspective.

Your team needs to believe in your company and the services it provides to close the sale.

Buying decisions are made more on the likability of the tech, not his skills.

Change your perspective to close more sales.

Challenge yourself and your team to rise above current market uncertainties.

Your company is a reflection of you, but it does not define you.